Handling Objections - Coach Prospects

HANDLING OBJECTIONS - COACHING PROSPECTS

1) It's A Scam 

When they ask if this is a scam. Ask them what do you mean by a scam? A lot of times they don’t even KNOW what they mean!! Once you get an answer, then you can get a clear take on what they are concerned with and how you need to answer. A lot of times they will get a little confused themselves because they won’t even know how to answer, in that case, just leave it to them to answer when they're ready and move on with the conversation.

When they do answer, take time to evaluate how to respond.

Mostly they want answers about the “pyramid scheme" thing. So explain that our business is structured with binary teams where EVERYONE can make a great income and build a business no matter WHEN they sign up. There's no 'top of pyramid' here. If you want to make money as a coach, you HAVE to help people. Pretty cool!!!! And also explain that what we do is perfectly 100% legal. Guess what? Pyramid schemes are NOT legal. So there's NO WAY that Beachbody coaching is a pyramid scheme.

The reality is, helping people feel better about them selves is not a scam. And bottom line that is IN what we do. The proof is in the pudding! There are a number of transformation photos and success stories to prove this isn’t a scam, from all types of coaches living all kinds of lives.

Plus, what company out to scam people would provide a 30 Day money back guarantee?!

2) I Don't Want To Be A Salesperson  

I DON’T WANT TO BE A SALESPERSON

Remember that you need to help people see that being a coach is about HELPING PEOPLE.  Its ABOUT CARING!!  Its about MEETING SOMEONES NEED!!!  I NEVER pressureANYONE!!  EVER.    I do set deadlines forgroups but the real thing to focus on is THIS CHANGES PEOPLES LIVES!!  INCLUDING THE COACH’S LIFE.    

“I TOTALLY KNOW how you feel.  I felt the exact same way when I was a new coach.  I didn’t want to ask people to spend money.  But you know what I learned???   That this CHANGES LIVES.  Beachbody products really do WORK.  They give people ALL the tools to change their body, their health and their LIFE.  Do you know what the most important piece to that puzzle is??  It’s the COACH.  As a coach YOU are the value.  You are going to help them  through the programs and it’s the most rewarding thing I have ever done.  That first time you get a message that says “I would have quit if it wasn’t for you”, you will realize that you are not SELLING.  You are SAVING PEOPLE.

When you make this about THEM.  You are offering a solution to THEIR PROBLEM.  Helping them see how it would fit into their life, change their life for the better….you are giving them A WAY TO DOIT !!   They still get toCHOOSE for themselves if they want to join you!!!

 Here is theBEST PART!!  HOW are you going toSHOW them the VALUE??  NOT bySELLING.  But by Sharing!!!

Sharing what??? YOUR JOURNEY! YOUR LIFE!  YOUR STORY!!  By posting about your WHOLE LIFE;  by SHOWING how you are a REALL person with real struggles,and how this fits into YOUR LIFE….you will inspire them to say YES when youINVITE them to join you!!

FOCUS ON SHARING YOUR LIFE and YOUR STORY……then it becomes SHARING and INVITING.  Not selling.”

3) It's Not The Right Time

"I remember feeling the same way! In fact I ended up not signing up, or even giving Beachbody a try at first. It took me two years to come around to the idea and even then, I was only going to discount coach. Looking back I wish I would have just gotten started then! Timing never got any better, life just got busier and I missed out on two years of growth that I could have had. My sister, on the other hand, took a chance and signed up at 6 months pregnant with baby number 3 in 3 years! Timing was NOT on her side, but instead of waiting for the right time... she made it the right time."

"I understand it not being the right time for you right now. The thing is, if it is something you would really like to do then sometimes, you have to make the time the right time. No pressure, I am going to be here, so when the timing IS right for you, let me know and I would LOVE to be able to help you. And let me know if there's anything I can do to help you figure out a way to make this work RIGHT NOW. Because honestly, I want you on my team and in our next new coach training. That is, if you're ready!"

4) My Spouse Doesn't Support This

My Spouse Doesn’t Support this!

The biggest problem I see with spouses are

1.    they don’t understand what the company IS and orISNT (see “It’s a scam”)

2.    They don’t understand what their souse will have to do, or what THEY will have to do to be supportive of their spouse.  (AKA “Is this going to “inconvience me” )

3.    They don’t TRULY understand WHY their spousewants to do this.

What needs to happen??

Every coach need to have a REAL HONEST conversation withtheir spouse.  They need to explainto them WHY they want to be a coach, what it entails, and what it MEANS thatthey need their spouse to do to help or support them.   Then they need to create a PLAN.  TOGETHER.  If their spouse doesn’t want to be involved or help, theyneed to set limits and a schedule their business so that they are giving theirspouse and kids.

 Finding a wayto meet in the middle is ESSENTIAL. You HAVE to communicate and respect each others  feelings !!    You have to be willing to work as a TEAM even ifthey don’t want to be involved in your work.

Script

“ I totally understand how that feels!!! My husband laughed at me when I told him I wanted to coach.  He didn’t really understand what the business was or why I wanted to do it. I asked for his support, and I sat down with him and had an honest conversation about what it MEANT to me to be a coach.   Making sure your spouse understands WHY you want to be a coach is really important.  Its also important that you set limits on your business so your spouse doesn’t feel neglected or  left out.  Make a PLAN together.  Decide when you will work your business and STICK TO IT so that there isn’t resentment.    Also you want to help them understand the possibilities of how you believe it can help your family !!  Show them some success stories and help them see the value.   Share your goals with them.  Perhaps by helping them see what an extra 500$ a month could do for your family!!   Share with them your GOALS and WHY you want to reach them.  Share with them your DAILY plan to build your business with balance!!   Usually once they understand those things they are at least willing to let you try”

 PERSONAL story:

I personally have come full circle in my marriage when it comes to Beachbody.  The other dayMY HUSBAND who laughed at me was talking to the husband of a new coach.  Do you know what he SAID!

“ My only regret with Missy’s business is that I wasn’t more supportive.  If I would have encouraged her more, if I would have helped her more…she would be even MORE SUCCESSFUL.  If I would have really just give her wings…she would have been able to fly.  But regardless of my doubts…she has worked hard and succeeded.  It has changed our life as a family.  It has given us the ability to be together MORE…to do MORE and to live dreams we really never thought possible.   I always believed in Missy, but not in Beachbody. But now I am a Beachbody believer”

Ask SPOUSE what their DREAM LIFE is.   Are you on the path to LIVING IT??  Maybe we should TRY being aBeachbody Believer !!  =)

5) I'm Already Really Busy 

"It's so crazy sometimes when you feel like you're already stretched thin.. I get that. What is it about your schedule that stresses you out the most right now? Are there any times during the day that you feel drag on and you lose track of time?"

Depending on who it is, you can stop there and wait for a response or keep going to reaffirm and connect that this doesn't get added on, it actually fits in and blesses your life. I also let them know I understand how they feel, don't put them down for being busy!

"I know I don't live your day to day routine, and I applaud you for being such a go getter to take things on .. But what I can tell you is that when I really became strict about living by a planner and scheduling out my days according to my priorities - life completely changed. I knew what my day looked like hour by hour and I set reminders, and I honored those times. When my hour was up for something, I moved on whether I was finished or not. All of a sudden I had balance and it was peaceful and beautiful! And when I FIT coaching in, it became a blessing in the way I did everything else. I know this would not only be a blessing for you, but you would be a blessing in the livesof so many others just by sharing how this is your life. I would love to help show you how I use my planner and schedule my days- would you be up for seeing that or letting me help show you how it work for you!? "

Also, try talking about the POWER HOUR here. Sure, there are coaches who work hours daily on their business. But guess what? There are just as many successful coaches who have steadily grown a great business by carving out ONE hour a day, even if it meant losing sleep. The key is to be consistent!

6) Beachbody Can't Different From That Other MLM Company I Failed At 

“I can honestly say that I don’t know how things are done in other MLM companies, seeing as I’ve never worked for them, but here’s what I DO know… this company, Beachbody, is special. You can see it right there in theirCore Purpose to ‘Help people achieve their goals and enjoy healthy, fulfilling lives.’

You see… we spend our time genuinely talking with people about their goals and finding out what WE can do to help them achieve those goals. Whether they are health & fitness related, financially, or both, we are here to walk them through how to achieve them.

Once you become a coach on our team, you become a part of a community, a family that does nothing but uplift you, support you, and empower you.  You don’t have to worry about whereto start or what to do. We will hold your hand and walk you through it step by step. You will NOT be left alone or astray… and that’s because YOUR goals are our priority.

Why do you feel that you failed at the last MLM company you worked for?”

*Let their answer guide your conversation at this point.

* Find a moment in your conversation where it’s fitting to share your story of why you’re a coach and what it’s done for you.

*Don’t bash on other MLMs. You’re bigger than that.  Just share what you DO know about our company.

*Ask questions… it’s that only way you’ll know what their concerns and fears truly are.

7) I Don't Know Anybody 

There are a few situations this can take place:

1-They feel like they don’t know anybody that will be interested.

2-They have never spent much time on Facebook, and don’t have many FB friends.

3-Maybe they are from a small town, and don’t have many friends.

4-They think that all their friends already have coaches.

There are so many different ways to go about answering to that objections.

One thing that almost always is successful is,

“I totally understand. I actually felt the same way. What I actually found was that so many people are unhappy with their current lifestyle and activity level, and actually want help. They just don’t know where to start. And okay, let's say they don't want my help. That's okay! No hard feelings. There are so many more people out there who WILL."

If they are hesitant because their lack of activity on FB, or lack of friends. I always try to relate to them in SOME way. (Even if it wasn’t exactly what I struggled with, I try to relate in some way). Then I let them know the different ways to build your network. Adding more friends on FB, creating and promoting a like page, creating an Instagram account, etc.

"Actually, what's really great about Beachbody is that it's a recognizable brand everywhere. So I use that to my advantage! For me, I have been able to meet people using social media. We become friends and eventually they join one of my challenge groups. Actually most of the people in my groups and on my team are people I didn't know before become a coach! It's been such a blessing to make so many new friends!"

The big thing with this objection is that it is fueled by FEAR. So we need to let them know that it is a common fear, and lead them with LOVE and let them know it is okay and they WILL be able to get through it!

If they currently do not have a big social circle, I usually share that joining Beachbody has been great for me, because it helped me create those lasting friendships, with customers AND coaches.

8) I Haven't Had A Fitness Transformation

If you are concerned about becoming a coach because you haven't had a transformation yet, just toss that notion right out the window!!

If you've already had your transformation and you're at your goal weight, good for you! You proved yourself and you proved the products. Keep your head in the game and keep fighting the good fight. And share your transformation story because it inspires people!

If you haven't gotten to your goal weight yet then this is for you: Nobody relates to someone who has never been there done that. They relate to someone who struggles and knows how hard it is, and is down in the trenches fighting the good fight right along with them. They relate to someone who can sympathize with them that they know just how dang hard it is.

You don't even have to have started your journey to become a coach! I decided to become a coach, and posted my weight loss 1 day in on my program. Then a few days later I posted it again. And I continued to do that and talk about the program I was doing. I piqued so many people's interest! When I finally started saying, "Come do this with me!" or "Who wants to get in the next challenge group my coach has?!", they were coming at me like crazy! I went diamond 7 weeks after my first post!! With mostly discount coaches and a couple builders.

They saw what I was doing, that it worked, and they wanted in. I was also VERY vulnerable in my posts. I talked about how it had been years of me trying so many different things and ways to lose weight. How frustrated I was. How I had quit so many times and that I still would not quit. No matter how long it took, no matter how many road blocks and speeds bumps I encountered I would keep failing forward. How I started the 21 Day Fix and got instant results. How I spent hours spinning my wheels at the gym and got nowhere. How the accountability of having a coach to answer to kept me moving forward. How having my challenge group to check in to and cheer each other on, people I'd never met before and suddenly became friends with was just the push I needed!

Open up and share YOUR story. They want to know YOU. They want to know all about what you're doing, how and why.

•Be OPEN (share your story even if it feels like the whole world is seeing inside you and it's soooo uncomfortable).

•Be RELATABLE (that you're not perfect either, that you don't always want to get your workout in everyday, that you don't always love eating clean but you do it anyway, and sometimes you fall off the whole wagon and it leaves you miles behind in the dust!).

•Be VULNERABLE (that it's hard and scary and sometimes you suck at it, that you don't have all the answers but you do know this much...., that you're just you trying to do this thing just like anyone else).

And that's it! If you do those things, people will feel a trust with you and will want to do what you're doing! Tell them you're going to get there and you're taking them with you!! That you can do it together!